Outside Sales Representative

R.S. Hughes Co.; Des Moines, Northern (IA, KY); On-site; USD 90,000 - 95,000; Full time

Job summary

R.S. Hughes Company, Inc. is a leading North American distributor of industrial supplies seeking an Outside Sales Representative to drive profitable growth through consultative, value-based solution selling into manufacturing environments.

This is not a routine route sales role but a growth-focused position. You will win new business and expand Direct BOM opportunities, leveraging core products like adhesives, tapes, sealants, labels, abrasives, and related industrial solutions.

Qualifications

• 3–7+ years of B2B outside sales experience (industrial, manufacturing, or technical sales preferred).
• Proven track record of revenue growth.
• Experience selling into production, operations, or engineering environments is a plus.
• Comfort with longer sales cycles and consultative selling approaches.
• Strong communication, organization, and follow-through skills.

Responsibilities

• Drive net-new business and revenue growth in manufacturing accounts.
• Displace incumbents with technical differentiation and ROI.
• Sell solutions and programs like VMI and supply chain optimization.
• Maintain strong opportunity pipeline and territory expansion.
• Develop long-term customer partnerships with increasing value.
• Collaborate with manufacturing partners for joint value propositions.

Skills

B2B outside sales

Revenue growth

Consultative selling

Sales in production/ops/engineering

Communication & organization

Education

Bachelor's degree in Business Administration or related field

Job description

Imagine a company that recognizes excellence in not only the products it sells, but also in its employees. R.S. Hughes Company, Inc. is that company. We hold ourselves to the highest standards of quality and professionalism — and we treat our employees like the valuable assets they are.

Founded in 1954, R.S. Hughes Co., Inc. is a dynamic, North American distributor of industrial supplies. With over 50 warehouse sites in the United States and Mexico, we maintain an extensive inventory of adhesives, abrasives, electrical, static control, tapes, labeling and safety products. We are proud to represent products from leading manufacturing companies including 3M, Henkel Loctite, Momentive, Brady, Kimberly Clark, Ansell Edmont, and many others. We specialize in sales and service solutions to manufacturing companies in both OEM and MRO applications.

In addition to competitive salaries and benefits, we offer an environment that asks you to make a difference. We value hard work and common sense, and we consistently reward those that exemplify these traits. If you're looking for a great team to grow with and if you are willing to embrace the challenges of being expected to be the best, we welcome you to come join the R.S. Hughes Company, Inc. team!

Position Description

R.S. Hughes Company, Inc. is seeking a high-performing Outside Sales Representative to drive profitable growth through consultative, value based solution selling into manufacturing and industrial environments. This role is explicitly focused on winning and expanding Direct Bill of Materials (BOM) business through technical anchor products such as adhesives, tapes, sealants, labels, abrasives, and related industrial solutions.
This is not a route sales or account maintenance role. Growth, displacement of incumbents, and measurable territory expansion are core expectations.

What You’ll Do

• Drive net-new business and predictable revenue growth through core product wallet share expansion in existing accounts, new logos, and converting transactional customers into formalized partnerships within manufacturing environments
• Displace incumbent suppliers by articulating technical differentiation, total cost savings, and measurable ROI.
• Sell financial value - including soft cost savings, process efficiencies, and risk mitigation - not just product specifications.
• Lead with strategic programs such as VMI, vending, supply chain optimization, and inventory rationalization.
• Collaborate with key manufacturing partners to bring application expertise and joint value propositions to customers.
• Maintain strong opportunity discipline and pipeline management to ensure consistent, predictable performance.
• Grow your territory year-over-year in both revenue and strategic account depth.
• Sell core / anchor products including adhesives, tapes, sealants, labels, abrasives, and related industrial supplies
• Identify and penetrate Direct Bill of Materials (BOM) applications
• Displace incumbent suppliers through technical insight, value creation, and consultative selling
• Lead with, and successfully sell solutions and programs such as VMI, vending, and supply chain optimization
• We prioritize programs, solutions, and value-creation over individual products
• Consistently grow revenue year-over-year through disciplined prospecting and account expansion
• Build long-term customer partnerships that increase in size, complexity, and value over time
• Strong at applications based problem solving.

What Success Looks Like

• Consistent year-over-year revenue growth
• Increasing share of wallet within core manufacturing accounts
• Increased penetration of Direct BOM applications
• Successful adoption of VMI, vending, and other programmatic solutions
• A book of business that is measurably larger and more strategic each year
• Documented cost savings and value delivered to customers

Who Thrives in This Role

• Sales professionals who enjoy hunting, learning, and winning new business
• Individuals with technical curiosity or a strong desire to develop product and application expertise
• Sellers who take ownership of their territory and results
• Professionals who believe selling is about solving problems, not pushing products

This Role Is Not For

• Order takers or route-based sales reps
• Candidates focused solely on maintaining an inherited book of business
• Reps resistant to accountability, structure, or growth expectations
• Individuals who prefer transactional selling over consultative engagement

Qualifications

• 3–7+ years of B2B outside sales experience (industrial, manufacturing, or technical sales preferred)
• Proven track record of revenue growth
• Experience selling into production, operations, or engineering environments is a plus
• Comfort with longer sales cycles and consultative selling approaches
• Strong communication, organization, and follow-through skills

Compensation

Our merit-based salary/bonus program offers exceptional growth opportunities. We provide a comprehensive medical, dental, life insurance, wellness benefit, short term disability plan, paid vacation, and a 401(k) retirement savings plan, and an Employee Stock Ownership Program (ESOP), where employees are eligible after 30 days of service.

Target 1st year compensation (Base plus bonus/ commission) $90,000 to $95,000 annually DOE.

Qualifications

Education

Preferred

Bachelors or better in Business Administration or related field.

Bachelors or better in Sales or related field.

Experience

Required

3-7 years:

Product Related B2B Sales

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.